Category Archives: Productivity

Hitting revenue growth targets is often easier said than done. Dan Weinfurter’s book, Second Stage Entrepreneurship, offers many practical tips for driving aggressive sales growth. Five of the simple practices he advocates: BE BRIEF Real brief. Have a ‘power pitch’. … Continue reading

Posted in Craftsmanship, Curiosity, Learning, Metrics, Process, Productivity, Sales coaching, Training | Tagged , , , , , , , , | Leave a comment

John Hagel and his colleagues at the Deloitte Center for the Edge continue to spot important things occurring on the ‘edges’ of business transformation. In Passion At Work, they make the case that there’s a need to recruit and nurture … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Learning, Metrics, Process, Productivity, Results | Tagged , , , , , | Leave a comment

Angela Lee Duckworth recently noted that one of the keys to success is ‘grit’; the determination to stick with it. Invest the hard work that it takes to eventually reap the rewards of exceptional performance. In B2B sales, ‘grit’ means … Continue reading

Posted in Conversations, Craftsmanship, Learning, Metrics, Productivity, Results, Return on Effort | Tagged , , , , , , | Leave a comment

Friend + colleague Anthony Iannarino notes that Reps can never produce results without activity, but what’s really key is that their activities generate positive outcomes. In my view, this requires that they see and understand how their practices are affecting … Continue reading

Posted in Conversations, Craftsmanship, Learning, Metrics, Productivity, Results, Return on Effort | Tagged , , , , , | Leave a comment

A South African colleague recently described to me the main difference he saw between B2B sales in South Africa vs. North America: the ‘politely impolite’ buyer in North America. In his view, buyers in North America won’t say no for … Continue reading

Posted in Conversations, Productivity, Return on Effort, Sales coaching | Tagged , , , , , , , | Leave a comment

In his new book, Hooked on Customers, Bob Thompson offers many practical pointers on what it takes to be exceptionally customer-centric, and why it matters. He shows why the best strategies are value creating, by design, for customers; and why … Continue reading

Posted in Change management, Craftsmanship, Learning, Metrics, Process, Productivity, Results, Sales coaching | Tagged , , , , | Leave a comment

Jill Konrath’s perspectives on selling with impact are always worth noting. In an on-line interview, a few years ago, she was asked: ‘what’s the one thing Reps need to do more of to be successful.’ Her answer: ‘think’. She had … Continue reading

Posted in Craftsmanship, Curiosity, Learning, Productivity, Return on Effort, Sales coaching | Tagged , , , , , , , | Leave a comment

A recent Harvard Business Review article summarizes 6 lessons businesses can learn from the greatest comeback in sports history. These lessons speak to the business value of ‘performing with speed’ by ‘learning at speed’. The takeaways for B2B sales teams: … Continue reading

Posted in Change management, Curiosity, Learning, Metrics, Productivity, Results, Sales coaching | Tagged , , , , , , | Leave a comment